Creating A High Performance Outside Sales Team

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Creating A High Performance Outside Sales Team

• PARA
• May, 2005
• Elly S. Valas
• Valas Consulting Group, LLC
• ellysv_at_msn.com

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• There arent many born sales consultants like
  Danny DeVito in Tin Man.
• Most are the product of hard work and great sales
  management!

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The Managers Role

• Make the commitment to high performance.
• Recruit the right people.
• Set measurable goals and standards.
• Clearly communicate objectives.
• Provide continual learning opportunities.
• Monitor individual performance.
• Meet with team members regularly.
• Be a resource.
• Counsel and coach as necessary.
• Terminate poor performers.

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It All Boils Down To.

Communication
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Job of the Manager

• Have the right people.

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The Successful Sales Consultant
Attitudes of Successful Sales Consultants
Self-esteem Responsibility Optimism Goal
orientation Awareness Creativeness
Communicativeness Growth orientation Positive
response to pressure Joyfulness Risk-taking Now
ness
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Hiring Plan

• Job description
• Skills assessment
• Recruitment
• Internal
• Advertise position
• Job fair
• Schools, junior colleges
• State employment department
• Networking
• Employment agencies

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Hiring Plan

• Employment application
• Resume
• Verify references
• Conduct interview
• Questions for interview
• Listen carefully
• Errors to avoid
• Evaluation
• Offer and acceptance

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Job of the Manager

• Have the right people.
• Make sure they know what their jobs are.

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Sales Process
Discovery
Agreement
Win Win Audio and Video
Lead
Installation
Follow-Up
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Job of the Manager

• Have the right people.
• Make sure they know what their jobs are.
• Make sure they know how to do their jobs.

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Give Them the Tools

• Project book
• Estimation Software

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The Learning Curve

• Communication
• Good listening skills
• Asks leading questions
• Sells product that matches customer
• Verbal and written communication skills
• Technical and Product Knowledge
• Accurate Bidding and Estimation
• Estimation software (D-Tools, Horizon)
• Budget high
• Good contract
• Collect depositsstay ahead
• Measures accurately
• Includes charges for all labor
• Adds all possible accessories
• Anticipates the extras

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Job of the Manager

• Have the right people.
• Make sure they know what their jobs are.
• Make sure they know how to do their jobs.
• Get out of their way and let them do their jobs.

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MentorDont Micro-manage!

• Review proposals prior to presentation.
• Give constructive suggestions.
• Rehearse presentation.
• Role-play customer concerns.
• Build confidence.
• Hold associate accountable.

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Job of the Manager

• Have the right people.
• Make sure they know what their jobs are.
• Make sure they know how to do their jobs.
• Get out of their way and let them do their jobs.
• Evaluate and coach.

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Great Coaches

• Set measurable goals.
• Develop the practice schedule.
• Help team members develop a game plan.
• Strategize the big plays.
• Debrief the game films.

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Job of the Manager

• Have the right people.
• Make sure they know what their jobs are.
• Make sure they know how to do their jobs.
• Get out of their way and let them do their jobs.
• Evaluate and coach.
• Praise generously.

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Job of the Manager

• Have the right people.
• Make sure they know what their jobs are.
• Make sure they know how to do their jobs.
• Get out of their way and let them do their jobs.
• Evaluate and coach.
• Praise generously.
• Retrain when necessary.

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Agenda
1. Agenda Item
2. Agenda Item
3. Agenda Item
4. Agenda Item
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Progress Diagram
Phase 1
Phase 2
Phase 3
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Block Diagram
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Table
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3-D Pie Chart
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Marketing Diagram
Title
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